×
  • Share
  • Email
  • Embed
  • Like
  • Private Content
 

Risk You Should Be Taking To Increase Sales

by on Oct 01, 2013

  • 3,025 views

Selling has always been a risk-reward business. Since the recession hit in 2008, salespeople have become increasingly risk-averse. Endless PowerPoint word slides offer middle-of-the-road ...

Selling has always been a risk-reward business. Since the recession hit in 2008, salespeople have become increasingly risk-averse. Endless PowerPoint word slides offer middle-of-the-road recommendations, CRM systems provide regular, faceless contact with customers who pay little to no attention, and RFPs dumb-down solution-based and strategic selling to the point where everyone involved – both customer and sales team – often wonder if the best ideas are chosen and ultimately implemented.

But is it fair to blame our risk-aversion on a recent economic downturn? Or are salespeople – and people in general – more afraid of risk than they need to be? The science of behavioral economics tells us that YES – when it comes to economic decisions, losses loom larger than gains. This makes us less likely to take chances, even when the analytical side of our brains tells us that the odds are in our favor.

If you are involved in the sales process – and who isn’t these days – this concept has some exciting implications. The fear of taking risks could very well be holding you back from reaching your maximum potential and achieving ongoing success. The more we learn about what drives our actions from behavioral economists, the more we are able to apply those insights on a daily basis.

So take a look at some behavioral economics theories and then suggest the types of risks that are worth taking.

http://www.biworldwide.com/white-papers/sales-channel-effectiveness/risks-you-should-be-taking-to-increase-sales

http://www.biworldwide.com/

Statistics

Views

Total Views
3,025
Views on SlideShare
917
Embed Views
2,108

Actions

Likes
1
Downloads
22
Comments
0

15 Embeds 2,108

http://www.biworldwide.com 2012
http://www.linkedin.com 53
http://www.biworldwide.com.au 14
https://twitter.com 8
http://webcache.googleusercontent.com 5
http://translate.googleusercontent.com 4
https://www.google.co.uk 2
http://www.google.com 2
http://feeds.feedburner.com 2
http://cloud.feedly.com 1
http://www.biworldwide.co.uk 1
https://www.linkedin.com 1
http://131.253.14.98 1
https://www.google.com 1
http://www.feedspot.com 1
More...

Accessibility

Categories

Upload Details

Uploaded via SlideShare as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
Post Comment
Edit your comment

Risk You Should Be Taking To Increase Sales Risk You Should Be Taking To Increase Sales Presentation Transcript